How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
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Sales Trend 4 from our 12 Sales Trends for 2017 report explains why to have extraordinary sales teams and operations, we have to embrace complexity. As John Lord said “Perhaps…
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To segment or not to segment that is the question. For too long sales has allowed marketing to dictate what a segment should be. But the simple reality is that…
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A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in…
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Whilst hope isn’t a sales strategy, without the right ingredients failure is certain The protocol for developing a sales strategy is fundamentally different to that used for other business strategies.…
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Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly…
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There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all…
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In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many…
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The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed…
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This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts…
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